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Salary: CAD 60,000 - 100,000 / annual
Katana is a remote-first, AI-first SaaS company building inventory and manufacturing software for 1,500+ businesses globally. The company is expanding from small merchants into larger, multi-channel, multi-location businesses and is now hiring its first dedicated Business Development Representative for the Advantage motion—a high-touch go-to-market strategy targeting growing brands with $10–100M in revenue whose operations have outgrown off-the-shelf solutions.
This is a foundational role reporting to the VP of Revenue. Unlike traditional high-volume BDR positions, this role emphasizes quality over quantity: you'll focus on creating qualified opportunities and closing business rather than simply booking meetings. You'll work with inbound leads, demo no-shows, lost deals, and past contacts—most of whom already know Katana—plus selective, hypothesis-driven outbound experiments.
Key responsibilities include:
- Converting inbound leads into qualified Advantage pipeline through fast follow-up and rigorous qualification
- Recovering demo no-shows with same-day follow-up and 48-hour rebooking
- Running structured win-back campaigns on closed-lost opportunities
- Moving in-market and past contacts from nurture into active sales conversations
- Designing and executing narrow, ICP-only outbound experiments with clear hypotheses and success metrics
Success milestones: By 30 days, you'll have established no-show recovery processes, built your backlog, launched your first win-back campaign, and started your first outbound experiment. By 60 days, you'll be reading campaign results, running nurture conversions, and explaining which sources and angles convert. By 90 days, all motions run as repeatable processes, you're hitting qualified-opportunity targets, and your playbook is documented for future BDRs.
The role emphasizes speed (test Monday, see results Friday), visibility (direct line to Commercial Leadership), and ownership (your name is on the pipeline you create). You'll have access to a pool of lost deals, missed demos, and past contacts from day one, enabling rapid ramp and early results.
Requirements:
- 2+ years as a BDR or SDR in B2B SaaS, with consistent quota attainment and demonstrable pipeline/Closed Won business you personally created
- Background in inventory, supply chain, manufacturing, ERP, or operations software, OR experience working in the types of businesses Katana serves (ability to discuss stock, production, fulfillment credibly)
- Ability to spot operational complexity on first calls and distinguish between simple integrations and complex solution-design needs
- Capacity to hold credible conversations with Operations Managers, Finance leads, and founders, understanding what each stakeholder cares about
- Strong qualification discipline; willing to pass on meetings rather than hand Account Executives unqualified leads
- Proven ability to write outreach messages that generate replies, including from prospects who've previously declined
- Experience running outbound as experimentation: forming hypotheses, setting success bars, reading results honestly, and killing underperforming campaigns
- CRM discipline and clean data practices (HubSpot experience is a plus)
Nice to have:
- Experience selling into growing SMBs requiring tailored solutions beyond off-the-shelf plans
- Proficiency with AI tools for account research, personalization, and productivity
- Prior experience in roles where the motion was still being shaped
